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Solution Selling must Evolve with Andrew Ford

  • Broadcast in Education
Athena Alliance Radio

Athena Alliance Radio


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Andrew is a Sales Performance Management expert with proven success at building high performing sales teams.  He has a reputation for making a lasting impact on the companies and teams he works with.

Andrew founded his own company that provides a comprehensive suite of consulting and coaching services to build high performing sales teams that drive strategic results for its customers.  He has worked with more than 50 clients since 2006. 

Andrew Ford's sales career spans 24 years in the software and technology industry. He has also facilitated the York Technology Association’s Sales Peer Group for the last 6 years.

Traditional Solution Selling models are under pressure.  Buyers no longer depend on salespeople to bring them solutions; they can research most of what a traditional salesperson used to tell them on their own.  As a result buyers have little patience for the long winded solution selling needs analysis conversations of the past; they have done their own needs analysis before the salesperson shows up.  In today’s sales environment the salesperson has to add value to the customer’s thinking fast.  If the customer is in the evaluation stage the salesperson needs to first be equal and then differentiate early in the cycle.  If the Salesperson is triggering an interest in change they need to be credible, relevant, and disruptive of the status quo right out of the gate.  Most sales training has not responded to these new circumstances, and it is leading to a lot of frustration for managers and business leaders.